What are the objectives of both parties in the exchanges?

Both parties in these flips want to obtain the best accounts available for their groups to maximize profit for the company, and also for their staff. In addition, they some(prenominal) want to get their points across firearm looking out for their teams best interest. Based on the exchange, it seems that Marilyn prefers sharing the accounts rather than being left with the small ones, while Len would like to work on accounts that will generate more money. How would you describe the general tone of the exchanges? The tone of the exchanges seems to be slightly aggressive between Marilyn and Len.In the first exchange, it almost seems like Lens tone is a little threatening and Marilyns tone is defensive in response to this. She also seems to be worried that shell be stuck with the smaller, less productive accounts that Len is trying to push on her. Were Marilyns objectives on the way to being effectuated in the first exchange? No, I notice that Marilyn started off well but then allowe d Lens aggression to get the best of her. She became more defensive while countering each of Lens comments, which caused her to lose resume of the points she had to present in this negotiation.If this would have continued in this manner, Marilyn will not get her point across. Len had her backed into a corner, and Marilyns defensiveness was ineffective, since it wasnt able to shimmer the negotiation in her favor. Were Lens objectives on the way to being effectuated in the first exchange? Yes, I feel that Lens objectives were moving towards being effectuated because he was palmy in diverting the conversation. He was able to divert Marilyns aims by accusing her of becoming upset in their conversation.He further gives his views authority by telling her that he has the approval of the stamp, who supports his decision. What do you project the outcome of the first exchange to be? The projected outcome for the first exchange is that Len intimidates Marilyn to the point that she loses th e focussing on her objective, and no resolution is made. This was an example of distributive negotiation, since both parties are facing off with the goal of getting as much as possible. It is pop off that Len had almost the complete advantage since the negotiation was in Lens favor.His argument approach made it difficult for Marilyn to defend her position. Were Marilyns objectives on the way to being effectuated in the second exchange? Yes, I believe that Marilyn was able to stand her ground and argue her points in the second exchange. Furthermore, she was able to effectively divert Lens responses which helped to follow up her objectives. In this exchange, she seems more confident and comfortable in responding to Lens comments, especially about her team being unskilled. She shot back by reminding Len that they were his former members, which he had trained.Marilyn also corrected him when he said that the boss had already accepted his decision, by stating that she had already recei ved his approval. The second exchange shows that Marilyn was much more on the watch to handle Lens arguments, and had a lot more control over the negotiation. Were Lens objectives on the way to being effectuated in the second exchange? Absolutely not, because in the second exchange Len was still adamant and shifty about his obligation to turn over the viable accounts Marilyn was expecting.The manner in which Marilyn addressed his points presented a take exception to him, which made it harder for him to effectuate. What do you project the outcome of the second exchange to be? I believe that this exchange was in Marilyns favor, and she would be able to break through those accounts. As the negotiation progressed, Len would discover that his objections to Marilyns claims would be defeated, which would force him to turn over the accounts he promised. Identify two points of transition in each exchange and analyze the impact of the transition on the negotiation.In the first exchange, Ma rilyn asks Len about the viable accounts, which instantly makes him defensive, especially because of the pressure hes faced with from his team, since theyre income depends on it. His defensive response is to question Marilyns teams competency. Marilyn asks the same question again when they meet for the second exchange, in which Len responds in the same manner. At this point, Marilyn informs Len that her team was previously trained and supervised by him, which then directs the level of competency back to him.Another transition point occurs when Marilyn identifies the reason as to why Len hasnt turned over the accounts. She states that its because of his team losing income. Len does not effectively respond and chooses instead to claim the boss had already accepted it. Unbeknownst to him, Marilyn had already talked to the boss and received different information, to which Len could not counter. Len was caught in his own dishonesty and false threats.